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Z I G L A R L I V E T O W I N

7 WEEKS TO B L NCED SUCCESS

LIVE TO WIN

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Big Problem! Most people don’t have a compelling ___________, a big ____________, and a clear

definition of what __________________ really is.

The result of this Big Problem? People are ______________ ______________ and not a

_________________ ___________________.

“If you aim at nothing, you will hit it every time.” –Zig Ziglar

This leads to a life filled with _________________, ___________________, and

__________________________.

“____________________ success is my goal” __________________ /________

The solution to this problem – Understand what success is and the fastest way to get there.

“Success is not a destination, it’s a journey.”

“Success is not measured by what you do compared to what others do, it is measured by what you do with the ability God gave you.”

“Success is one thing you can’t pay for. You buy it on the installment plan and make payments every day.”

“Success is the maximum utilization of the ability that you have.”

The 8 things in life everyone wants

H__________, H___________, P_________________, S__________, F___________,

P_________O___M___________, F________________, H__________

My personal definition of success __________________________________________________________

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Write down three words that would describe how you would feel if you achieved your definition of success.

Write down three words that would describe how you would feel if someone came to you and said, ”Because of you I achieved my dream.”



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I ______________ “What you feed your mind determines your appetite.”

C_____________ and I__________________ “Trust is the by-product of integrity.”

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P ______________ C ______________ “Do it and you will feel motivated to do it.”

I_______________ and E________________ “ If we could teach our kids one thing it would be the discipline of

creating winning habits.”

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D________________ “Work for a dream and not a paycheck.”

G__________________ “A goal properly set is halfway reached.”

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Z I G L A R L I V E T O W I NM o d u l e O N E : P R E P A R A T I O N

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A_______________ x E________________ x S__________________ = P______________________

“When your image improves your performance improves.”

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?The Answer to the Question



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Mental Input

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I ______________ “What you feed your mind determines your appetite.”



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The Sequence of Success

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“Input influences _____________, ________________ influences output, and output determines ________________.”

– Anonymous



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Fredrickson - positive psychology researcher at the University of North Carolina

Negative thinking shuts down p_________________ – fight or flight

Positive thinking unleashes our c___________________

Our INPUT determines our thinking

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The Sequence of Successful Change:

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What we input determines our optimism!

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Teresa M. Amabile, a professor of business administration and director of research at the Harvard Business School.

Criticism and setbacks have ____________ to ____________ times the impact than a positive result has in a project.

“We found that of all the events that could make for a great day at work, the most important was making progress on meaningful work — even a small step forward,” said Professor Amabile, a co-author of

“The Progress Principle: Using Small Wins to Ignite Joy, Engagement and Creativity at Work” (Harvard Business Review Press, 2011). “A setback, on the other hand, meant the employee felt blocked

in some way from making such progress. Setbacks stood out on the worst days at work.”

Lesson – Increase positive input, and severely limit negative input.

The right INPUT broadens our p__________________________for the future

Fredrickson refers to this as the “broaden and build” theory because positive emotions broaden your sense of possibilities and open your mind, which in turn allows you to build

new skills and resources that can provide value in other areas of your life.

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The latest report, in The Journal of the American Medical Association, suggests that seniors with this positive bias are ________________more likely to fully recover from a bout of disability.

When Dr. Levy looked at 660 participants, she found that those with positive age stereotypes lived __________________ than those with negative stereotypes.

The research was published in The Journal of Personal and Social Psychology in 2002.

What might account for this finding? In her paper, Dr. Levy speculated that people with positive age stereotypes have a stronger will to live, and that this might affect their ability to adapt to the rigors of older age. Also, people with negative age stereotypes may have a heightened cardiovascular response to stress, with attendant ill health effects.



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Change Your Mental Diet You are what you are and where you are because of what’s gone into your mind. You can change what you are and where you are by changing what goes into your mind. ~Zig Ziglar

Sources of Input

Divide the circle into a pie chart. Put one source of input into each slice and make the slice size relative to the impact that source of input has on you.

Questions to Consider:

1. What types of input are on your chart? Were you surprised by anything on your chart?

2. What do you notice about the amount of positive or negative input you have?

3. Do you have enough positive input? If not, how can you get more positive input in your life?

4. How can you turn the negative input into positive input?

Thoughts are the software of the mind. ~Diane Dean

Change Your Mental Diet



List Three Bad Mental Habits You Have1. ______________________________________________________________________________________________

2. ______________________________________________________________________________________________

3. ______________________________________________________________________________________________

List Three Good Mental Habits You Want 1. ______________________________________________________________________________________________

2. ______________________________________________________________________________________________

3. ______________________________________________________________________________________________

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Bad Mental Habits

N___________________self talk – critical of self

Automatically r__________________negatively

Complaining

Procrastination

Going to sleep to __________ - negative input

FEAR

Making E_________________

Easily distracted and waste time

Negative Internet time

Think negative things about others

Associating with negative people by c________________

Gossip and talk negative about others

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Good Mental Habits

Practice the attitude of g_________________ first thing in the morning

Talk positively about others

Read my positive s_____________ t________ card and daily a_______________________

Read the right things

Listen to the right things

Associate with the right people

Get a positive a_______________________ partner

Complete tasks and give myself credit when I do

Develop and review a v_______________________ list

Use positive language

Focus on W______________________ I am

Attend webinars and trainings that build me up

Strive for balanced success – physical, mental, spiritual, family, work

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M o d u l e O N E : P R E P A R A T I O N

Mental Input

Bad Habit

Good Habit

WEEK ___

Completion Date

My benefits from reaching this goal

Identify your goal

Skills or knowledge required to reach this goal

Major obstacles and mountains to climb to reach this goal

Individuals, groups, companies and organizations to work with to reach this goal

Plan of action to reach this goal



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Spiritual Character and Integrity

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“The number one reason for my success is my character and integrity.” Zig Ziglar

According to the 1828 Noah Webster American Dictionary of the English Language, character is:

Character, noun



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1. A mark made by cutting or engraving, as on stone, metal or other hard material; hence, a mark or figure made with a pen or style, on paper, or other material used to contain writing; a letter, or figure used to form words, and communicate ideas. Characters are literal, as the letters of an alphabet; numeral, as the arithmetical figures; emblematical or symbolical, which express things or ideas; and abbreviations, as C. For centrum, a hundred; lb. for libra, a pound; A. D. for Anno Domini; etc. 4. The peculiar qualities, impressed by nature or h________________________ on a person, which distinguish him from others; these constitute real character, and the qualities which he is supposed to possess, constitute his estimated character, or r_________________________. Hence we say, a character is not formed, when the person has not acquired stable and distinctive qualities. 7. By way of eminence, distinguished or good qualities; those which are esteemed and respected; and those which are ascribed to a person in common estimation. We enquire whether a stranger is a man of character. CHARACTER, verb transitive 1. To engrave; to inscribe. 2. A particular aspect or configuration of the heavens. Character is c_________________________ into us out of habit and becomes our reputation. When we c_______________________ our habits we can c________________________ our character and our reputation.



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The 1828 Noah Webster Dictionary says that integrity is:

IntegrityINTEG’RITY, noun [Latin integritas, from integer.] 1. Wholeness; entireness; unbroken state. The constitution of the U.States guaranties to each state the integrity of its territories. The contracting parties guarantied the integrity of the empire.

2. The entire, unimpaired state of any thing, particularly of the mind; moral soundness or purity; incorruptness; uprightness; honesty. Integrity comprehends the whole moral character, but has a special reference to uprightness in mutual dealings, transfers of property, and agencies for others.

The moral grandeur of independent integrity is the sublimest thing in nature, before which the pomp of eastern magnificence and the splendor of conquest are odious as well as perishable.

3. Purity; genuine, unadulterated, unimpaired state; as the integrity of language.

Integrity and purity go hand in hand.How pure is too pure?What amount of impurity is acceptable to allow into our life?



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The 1828 Noah Webster Dictionary says that spiritual is: SPIRITUAL, adjective

1. Consisting of spirit; not material; incorporeal; as a spiritual substance or being. The soul of man is spiritual.

2. M___________________; intellectual; as spiritual armor.

5. Pertaining to spirit or to the affections; pure; holy.

God’s law is spiritual; it is a transcript of the divine nature, and extends its authority to the acts of the soul of man.

6. Pertaining to the renewed nature of man; as spiritual life.

7. Not fleshly; not material; as spiritual sacrifices. 1 Peter 2:5.

8. Pertaining to divine things; as spiritual songs. Ephesians 5:19.

Making it Personal

By definition, spiritual is m__________________________ and i______________________________________.

Our character and our integrity are what make up our q______________________________________of

s_______________________. In fact, our character is comprised of all of our qualities -- honesty, loyalty, and discipline,

to name just a few.

Who do you know who is a leader, an example worth following, who has a high degree of character and integrity?

Write their name here_________________________________.



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Change Your Mental Diet Now list all of the character qualities they have and all of the qualities you would like to have:

(list at least 15 or more qualities)

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Honest

Intelligent

Goals

Organized

Responsible

Commitment

Punctual

Self-starter

Optimistic

Enthusiastic

Motivated

Decisive

Focused

Disciplined

Persistent

Positive mental attitude

Team player

Energetic

Competent

Self-image

Common sense

Integrity

Manners

Gratitude

Teachable

Dependable

Pride

Diligent

Thrifty

Resourceful

Extra-miler

Sober

Loyal

Respectful

Caring

Affectionate

Supportive

Sincere

Attentive

Personable

Open minded

Good-finder

Educated

Service attitude

Passion

Convictions

Encourager

Vision

Faith

Wisdom

Courage

Confident

Humble

Smart

Hard worker

Authoritative

Self-control

Fair

Communicator

Consistent

Creative

Knowledgeable

Humor

Good listener

Teacher

Obedience

Place a H by the five qualities that you feel you currently possess

Place a 4 by five qualities you want to further develop.

Choose one of the qualities you want to develop and write an action step of how you can develop that quality in your life.

Action step:



Time to get real!

Write down the quality that gives you the most trouble – an undeveloped quality. (Hint: it most likely is not on the list.)

____________________. Describe in one sentence how it is holding back your progress in life___________________

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Write down the quality you most want to develop in yourself. (Hint: it is on the list with a checkmark by it!)

_______________________. Describe in one sentence how developing this quality in yourself will change your life

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Learning from the best – Ben Franklin

In 1726, at the age of 20, Benjamin Franklin created a system to develop his character.

In Franklin’s autobiography, page 38:

It was about this time I conceived the bold and arduous project of arriving at moral perfection. I wished to live without committing any fault at any time; I would conquer all that either natural inclination, custom, or company might lead me into. As I knew, or thought I knew, what was right and wrong, I did not see why I might not always do the one and avoid the other. But I soon found I had undertaken a task of more difficulty than I had imagined. While my care was employed in guarding against one fault, I was often surprised by another; habit took the advantage of inattention; inclination was sometimes too strong for reason. I concluded, at length, that the mere speculative conviction that it was in our interest to be completely virtuous was not sufficient to prevent our slipping, and that the contrary habits must be broken, and good ones acquired and established, before we can have any dependence on a steady, uniform rectitude of conduct. For this purpose I therefore contrived the following method.

In the various enumerations of the moral virtues I met in my reading, I found the catalogue more or less numerous, as different writers included more or fewer ideas under the same name. Temperance, for example, was by some confined to eating and drinking, while by others it was extended to mean the moderating of every other pleasure, appetite, inclination, or passion, bodily or mental, even to our avarice and ambition. I proposed to myself, for the sake of clear-ness, to use rather more names, with fewer ideas annexed to each, than a few names with more ideas; and I included under thirteen names of virtues all that at that time occurred to me as necessary or desirable, and annexed to each a short precept, which fully expressed the extent I gave to its meaning.

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These names of virtues, with their precepts were: TemperanceEat not to dullness; drink not to elevation. SilenceSpeak not but what may benefit others or yourself; avoid trifling conversation. OrderLet all your things have their places; let each part of your business have its time. ResolutionResolve to perform what you ought; perform without fail what you resolve. FrugalityMake no expense but to do good to others or yourself, i.e., waste nothing. IndustryLose no time; be always employed in something useful; cut off all unnecessary actions. Sincerity.Use no hurtful deceit; think innocently and justly, and, if you speak, speak accordingly. JusticeWrong none by doing injuries or omitting the benefits that are your duty. ModerationAvoid extremes; forbear resenting injuries so much as you think they deserve. CleanlinessTolerate no uncleanliness in body, clothes, or habitation. TranquillityBe not disturbed at trifles, or at accidents common or unavoidable. ChastityRarely use venery but for health or offspring, never to dullness, weakness, or the injury of your own or another’s peace or reputation. HumilityImitate Jesus and Socrates.



My intention being to acquire the h______________________________ of all these virtues, I judged it would be well not to distract my attention by attempting the whole at once, but to fix it on one of them at a time, and, when I should be master of that, then to proceed to another, and so on, till I should have gone thro’ the thirteen; and, as the previous acquisition of some might facilitate the acquisition of certain others, I arranged them with that view, as they stand above. Temperance first, as it tends to procure that coolness and clearness of head which is so necessary where con-stant vigilance was to be kept up, and guard maintained against the unremitting attraction of ancient habits and the force of perpetual temptations. This being acquired and established, Silence would be more easy; and my desire being to gain knowledge at the same time that I improved in virtue, and considering that in conversation it was obtained rather by the use of the ears than of the tongue, and therefore wishing to break a habit I was getting into prattling, punning, and joking, which only made me acceptable to trifling company, I gave Silence the second place. This and the next, Order, I expected would allow me more time for attending to my project and my studies. Resolution, once because habitual, would keep me firm in my endeavors to obtain all the subsequent virtues; Frugality and Industry, freeing me from my remaining debt, and producing affluence and independence, would make more easy the practice of Sincerity and Justice, etc., Conceiving, then, that, agreeably to the advice of Pythagoras in his Garden Verses, daily examination would be necessary, I contrived the following method for conducting that examination. I made a little book, in which I allotted a page for each of the virtues. I ruled each page with red ink, so as to have seven columns, one for each day of the week, marking each column with a letter for the day. I crossed these columns with thirteen red lines, marking the beginning of each line with the first letter of one of the virtues, on which line, and in its proper column, I might mark, by a little black spot, every fault I found upon examination to have been committed respecting that virtue upon that day.

http://www.ushistory.org/franklin/autobiography/page38.htm

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List three bad Spiritual habits (qualities) you have: (like page 13 of the LTW workbook)

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3. List three good Spiritual habits (qualities) you want to develop:

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2.

3.

Bad Spiritual Habits Not being upfrontNot reading God’s WordW________________________________Not being stillSkipping p___________________________ timeNot going to churchNegative thinkingAngryJealousSelf-c_______________________________GossipingCritical of othersLack of c______________________________PridefulE________________________________ attitudeLack of gratitude

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Good Spiritual Habits Reading God’s Word dailyBeing t________________________________Stress and worry-freeAttitude of g________________________________Daily prayer and quiet timeTWO ChairsFellowship/church attendanceGenerousSeeking w_______________________________D______________________________ develop my qualities of successRead books on spiritual leadership

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Spiritual Character & Integrity

Bad Habit

Good Habit

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Identify your goal





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Zig Ziglar’s Number One Spiritual Quality: Brokenness

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Additional resources for Spiritual, Character and Integrity development:

http://www.discipleshiptools.org/apps/articles/?articleid=37084&columnid=4166

http://michaelhyatt.com/characteristics-of-spiritual-leaders.html

http://www.virtuescience.com/virtuelist.html

http://www.graceonlinelibrary.org/home-family/christian-parenting/49-godly-character-qualities/

http://www.whatchristianswanttoknow.com/10-character-traits-of-jesus-to-emulate/

http://www.casagrandebaptistchurch.com/CharacterTraits1.html

http://www.swapmeetdave.com/Bible/CharList.htm

rating chart good!

http://www.growingprosperity.com/personal-development/leadership/christian-leadership-10-god-ly-character-traits-to-overcome-negative-traits compares the good vs the bad

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Physical Persistent Consistency

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“Persistent Consistency is the number two reason for my success.” Zig Ziglar

“Consistency is when you do something every day or as often as necessary until you reach your objective.

Being persistent is when you take it up a notch and do that little bit extra.” Zig Ziglar



BAAM! Block and a Mailbox

P______________________ C_______________________ is what you need to practice in order to

achieve good physical health.

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The keys to good physical health:

DietExercise

Sleep

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Diet - The Purity Diet

The Pure and Simple Approach

Eat pure food – food the way God made it

It works like this:

Pure food = G_________________

Impure food = B_______________

What is pure food? Pure food is simply food the way G__________ made it. No chemicals, no preservatives, no refining or processing, as raw and natural as possible.

Fruits, vegetables, nuts, grains, and all kinds of meats.

Here are the questions I ask myself about food, and I do them in this order as well:

1. Is it pure? See definition above. If yes, proceed to number 2.

2. How many calories does it have? Nuts are pure and they have lots of good calories. Vegetables are pure and they

have low calories. The key is balance and variety. Make low c_________________/high n__________________

choices when possible.

3. Is it organic and/or grown locally? Number 3 is the bonus question. I don’t go crazy on this one or limit myself if it’s not organic or grown locally. But if you have the choice, this is better.

Benefits: Feel great, look much better, sleep soundly, fewer sicknesses, have way more energy, and food tastes great!



How Pure is Pure Enough?

My good friend James Howard of Honinteg Consulting asked me this question: “If a hospital delivers 10,000 babies a year, what is an acceptable number of them to drop?”

Percentage-wise, dropping just one baby would be a very good success rate, unless you happen to be that baby (or its parent)! So, obviously, the goal is to drop none.

What about purity? Let’s say you are making a giant five-gallon pot of the world’s best homemade chili. How much dog poop could you put in it before it impacted your desire for the chili?

What about your mind? How much profanity and negative garbage is okay to allow into your mind? And since you can’t live life without being exposed to some negative input, shouldn’t you have pretty good “filters” to make sure the negatives get cleaned away before they get to the vital parts?

If you run an engine in a dirty and dusty environment you had better clean or change that air filter on a regular ba-sis. If you watch a lot of TV, or surf the Internet haphazardly, you had better plan on spending extra time putting the good stuff into your mind.

The best way to keep an engine running smoothly is to make sure you give it pure fuel, run it in a clean environment, and change the filters on schedule. Our bodies and our minds work the same way. Our minds need pure and posi-tive input, our bodies need pure food, and we must develop filters that trap and discard that impure stuff that we are exposed to.

Think about the miserable people you know – they let the bad stuff in, and they don’t have any filters to keep the bad stuff from gumming up their engines.

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Pure and Simple Food Ideas Moldy Bread is Good!

About 18 months ago I started on my mental Purity Diet. I decided I would listen to and read the good stuff every day. Thirteen months ago I started on my physical Purity Diet. I decided I would eat only pure, unprocessed food the way God made it. I have lost just over 70 pounds in the last year and feel awesome. I am convinced that if I hadn’t started the mental diet first I wouldn’t have stuck to the physical one.

People ask me what I eat and what I don’t eat. The biggest change for me has been bread. I don’t eat much bread anymore unless it is unprocessed sprouted bread like Ezekiel Bread.

“Where do you find that bread?” seems to be the immediate response. “You find it in the freezer section,” I say. “Why?” they ask. “Because it is unprocessed and doesn’t have the preservatives in it like most bread, so it will get moldy very fast.”

Of course, most people think moldy bread is bad. I remember when I was a kid our bread would get moldy after just a few days. Now it can be literally weeks before the bread turns green. Fact is, the bread has so many chemicals in it the mold is just too smart to eat it! Imagine that, mold having more sense than we do when picking bread! A good rule of thumb when choosing food – if it’s not good enough for mold, its not good enough for you! (Check out more on my diet: The Purity Diet)

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Artificial is Artificial

In my quest for eating pure I decided to stop using all artificial sweeteners. Since I love iced tea, especially with spicy food, this was a big deal for me. A typical lunch or dinner would consist of five or six glasses of tea, each one getting about three of those little pink packets of the artificial stuff.

When I made this change, it wasn’t because of all the scientific studies on the possible harm that artificial sweeten-ers could cause; it was simply because eating pure food, the way God made it, and then adding a chemical to it, just didn’t make sense to me. One thing I discovered pretty quickly is that when you eliminate artificial sweeteners you also eliminate a ton of their chemical buddies as well – just check out the label on a diet soft drink and you will know exactly what I mean!

At first this was a pretty tough change for me. Tea just didn’t taste the same. After the first week my tea was just barely tolerable. After the second week tea tasted “ok.” After the third week I was looking forward to tea again, and by the end of the fourth week I realized I would never go back. In fact, several times over the last year I have accidentally taken a sip of artificially sweetened tea and now I can’t stand it! It’s like my mind is screaming “Intruder Alert! Intruder Alert!” when the artificial stuff hits my tongue.

(As an additional note, I decided not to use sugar as a sweetener, either. The fact that it is refined, has zero nutrition-al value, and is high calorie made this an easy choice for me. I have no problem at all eating sugar in its natural state, like in fruit or in unrefined Grade B Maple Syrup — which is my personal favorite, by the way.)

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Two Unintended Amazing Benefits

I went cold turkey off the artificial sweeteners in July and by September it became my normal life. I didn’t really think much of it until Thanksgiving when we had a pot luck lunch at the office. My sister (thank you, Cindy) brought in baked sweet potatoes. I had never really liked sweet potatoes, so it had been several years since I had even tried one. For some reason I decided to try one. I had it dry – no butter, no sugar, nothing but a pure baked sweet potato. I have to tell you I thought I was in heaven when that first bite went into my mouth! It was so sweet I couldn’t believe it. It felt like I was eating ice cream or cake or pie!

That is when I realized that because I had cut out the artificial sweeteners my taste buds had come to life! All of a sudden it made perfect sense why fruit was tasting so much better and was so much more satisfying. All through my dieting life I had heard the word “satisfying” to describe what a good meal should be. Until that point I don’t think I ever really understood what satisfied really felt like.

Here is the second unintended benefit. This is not a scientific fact, but a theory I really believe. After that Thanks-giving meal I realized that my sweet tooth had gone away, and that when I had sweet food like fruit or that baked sweet potato, I felt extremely satisfied. I believe that artificial sweeteners “trick your brain” into thinking you are get-ting the real deal, and when the brain realizes it was tricked, it sends signals for more sweets and it usually sounds like this: “Give me something sweet, NOW!”

For years I thought picking an artificial sweetener was saving me calories and satisfying my cravings. Instead, they were just filling my body with junk, ruining my taste buds, and increasing my cravings for more junk! This reminds me of a great biblical illustration. I have heard it said that every person has a need for God that only God can fill. We don’t like that (because admitting it means we can’t fix our own problems), so we go through life filling that need with the artificial sweeteners of life – our work, more money, more stuff, alcohol and drugs, selfish relationships centered around lust, just to name a few. We crave more and more, we indulge more and more, and we are never satisfied.

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Hot Sauce Pure and Simple

When you choose a lifestyle of eating only pure, unprocessed foods with no added chemicals, something amazing happens – your taste buds come alive! Fresh vegetables (organic, if you can find them) literally begin to explode with flavor when you leave off the layers of artificial crud. One of my favorite things to make is homemade hot sauce. It’s easy and fast to make, it is very manly (because I get to use fire by cooking it on my grill!), it is very healthy, and it lasts for a week or two. Here is my simple recipe:

Cilantro (one bunch), garlic cloves (two to four cloves, depending on how much you like garlic!), white onion (one medium), tomatoes (8 to 12 medium size), Jalapeño peppers (six to eight), Habanera pepper (or any other pepper you want to try), salt (to taste)

1 Remove stems from cilantro2 Grill on medium high the garlic, onion, tomatoes and peppers3 Take off the grill when the vegetables have a nice black tint to them4 Put tomatoes, onions, cilantro and garlic (pressed) into blender and blend5 Add salt to taste6 Add three of the peppers and blend, taste; add more if you want more heat. Eat up! Of course, I don’t eat chips, but I use the hot sauce for just about everything else in the house. Great on egg whites, in soup, on grilled vegetables, fish, steak, chicken, with fresh avocado, just about everything you can think of.

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Exercise - The Simple WorkoutHere is my simple workout. Before you start, make sure you get checked out by a doctor.

The Simple Workout Part 1 – Cardio

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Start slowly. Begin by doing 15 minutes on a cardio machine or walking at a moderate pace. I don’t think it matters where you start, JUST START! If you can only do five minutes, that’s no problem.

Be consistent. Work out at least four times a week. C_______________________________ is key.

Build up. This is the fun part. Every time you work out, do a little bit more. Either up the time by one minute, or the intensity level by one. Dad says you can make radical changes in minute steps. He is right! No matter where you start, or where you are in your own plan, you can always do just a fraction more.

Variety. Always be changing your routine. Instead of 40 minutes doing one thing, do three different things for 10 minutes each. I put his suggestion into play right away and my results really improved. When you work out do at least three different machines. I alternate between different types of elliptical machines, the treadmill, stair masters, bikes, and rowing machines. Ten minutes on each one and the time flies!

Intensity. After you have been working out for several months change the intensity levels of your workout. Alter-nate between sprint and slow pace. Instead of getting on the bike for 10 minutes keeping the same pace, warm up and then sprint until your heart rate exceeds the beats per minute recommended for your age for intensity training. Then pedal slowly until your heart rate drops below 120 bpm. See how many times you can repeat this cycle in 10 minutes and then change machines and do the same thing. I strongly encourage you to get a d______________ ok before you do this. Bonus: Get a heart rate monitor to help you get the most out of your workout.



To Recap:

Start slowly Build up Variety Intensity

For extra credit get a heart rate monitor!

The Simple Workout Part II – Strength

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I encourage you to get with a trainer to develop your own routine around your specific goals and physical needs. Remember – almost every exercise you do can be done wrong and that can lead to disaster.

I am going to describe only one set of exercises because teaching you the technique of the movement is not my strength (no pun intended)! Then I will give you some keys to think about on every type of exercise you do.

Upper Body Strength

There are few things simpler than an old-fashioned push-up. You don’t need any equipment, you can do them any-where, it takes only a few minutes, and there are dozens of varieties from easy to hard, which means almost anyone can find a place to start.

Just like my cardio approach, I follow the same basic formula:

Start slowly. How many p_______________ push-ups can you do? It doesn’t matter where you start, just START! If you can do only four and you are doing the push-up from your knees instead of your toes, no problem. Build up. Do exercises in sets of three. I recommend this approach. Do your first set. Your second set will be h__________ of your first set, and your third set is half of your second. Every time you work out, add two to your first set.

1st Set 2nd set 3rd set

Day 1 8 4 2

Day 2 10 5 3

Day 3 12 6 3

ETC ... ... ...

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Variety. Once you get to over 100 total p___________ push-ups, start changing the difficulty of the push-ups by changing your hand position and feet position. Hands closer together, feet on a ball or a bench, at an angle. It’s amazing how many muscles you can work by changing it up just a tad!

Intensity. By doing a little more or a little differently every time, you really up the intensity, so intensity comes as a by-product of build-up and variety.

Balance. Incorporate balance into your strength exercises. For example, any time you use a muscle group to “push” a weight, use the same muscle group to “pull” a weight. This creates balance and avoids over-building of muscles in a specific area relative to the other muscles. This is key to good back health! When you do push- ups, do one set and then flip over onto your back and from the same position grab a pull-up bar and do a set of pull-ups.

Slow and steady. Focus on perfect form and isolating the muscle you are trying to build. This works with any exer-cise you do. Control your movement all the way through. Remember, it’s not how many you do, it’s how Pure and Simple they are that gets the results!

Be warm and stretched. Start your workout by spending about five minutes in the sauna doing some stretching and then move over to the cardio machines for a few minutes at a slow pace. This Pure and Simple approach is designed to last a lifetime. It’s not a sprint!

Remember, you can apply the above to almost any strength exercise you want to do.

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Sleep – The Simple Maximizer!

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Whatever your goal is: physical, mental, spiritual, financial, family, career, or personal, the right amount of sleep will increase your chances of being successful!

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According to research published in the Annals of Internal Medicine: 1. Sleep c___________ your diet. If you are getting less than 7 hours of sleep a night then your ability to make good food choices goes way down.

2. People who are trying to lose weight on a diet who do not get enough sleep lose h________ as much fat and suf-fer from hunger and bad moods.

3. Poor sleep actually changes your fat cells and your body no longer properly uses insulin, causing fat to be stored in all of the w___________ places.

4. Research published in the Journal of Clinical Endocrinoloy and Metabolism found that sleeping less than six hours triggers the area of your brain that increases your need for food while also depressing leptin and stimulating ghrelin. If you love that constant hungry feeling of never being satisfied then just sleep less than 6 hours!

5. A study published in Nature Communications found that just o______ night of sleep deprivation was enough to impair activity in your frontal lobe, which controls complex decision-making. Not enough sleep equals a processed food carb binge!

6. Research published in Psychoneuroendocrinology found that sleep deprivation makes you select g__________ portion sizes of all foods. “Make that 4 donuts please.”

7. Research published in the American Journal of Epidemiology found that women who are sleep deprived are 33% more likely to gain ______ pounds over the next 16 years than those who get at least 7 hours of sleep a night!

8. Lack of sleep not only reduces your likelihood of working out, it also reduces the effectiveness of your workout. Your body cannot recover from the workout because lack of sleep increases the hormone cortisol which decreases the growth hormones your body produces and needs for recovery. Key Learning point: If you had to choose between eating right, exercising, or getting enough sleep, the best choice would be to get enough sleep!

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Bad Physical Habits:

Going to bed too lateNot working outS________________ breakfast/mealsNot enough physical movementS________________ eatingEating outUnhealthy eatingNo weight trainingE__________________ eatingSmokingNot enough sleepOver eatingS________________ drinksLazyEating processed foods

Good Physical Habits:

S________________ hours of sleep or moreRegular exerciseEating pure foodDrinking lots of w_____________________Plan my meals at homeHealthy evening snacksBalanced healthy mealsDaily increase my p__________________ and intensity

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M o d u l e O N E : P R E P A R A T I O N

Physical Persistent Consistency

Bad Habit

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WEEK ___

Completion Date


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Family Influence and Example

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In order to teach our kids winning habits, we need to be able to i____________________ them and we must

l______________ by example.

According to Noah Webster’s 1828 Dictionary (the online version):

IN’FLUENCE, noun [Latin influens, influo, to flow in; in and fluo, to flow]. Literally, a flowing in, into or on, and referring to

substances spiritual or too subtil to be visible, like inspiration. Hence, the word was formerly followed by into.



God hath his influence into the very essence of all things.

It is not followed by on or with. 1. In a general sense, influence denotes power whose operation is invisible and known only by its effects, or a power whose cause and operation are unseen. 3. Moral power; power of t_____________ operating on the mind, rational faculties or will, in persuading or dissuad-ing, as the influence of motives, of arguments, or of prayer. We say, arguments had no influence on the jury. The magistrate is not popular; he has no influence with the people; or he has great influence with the prince. 5. Power acting on sensibility; as the influence of love or pity in sympathy. 6. Spiritual power, or the immediate power of God on the mind; as divine influence; the influences of the Holy Spirit.

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IN’FLUENCE, verb transitive To move by physical power operating by unseen laws or force; to affect. 1. To move by m____________ power; to act on and affect, as the mind or will, in persuading or dissuading; to in-duce. Men are influenced by motives of interest or pleasure. An orator may influence the people to take arms, or to abandon an enterprise. 2. To move, as the passions, as, to influence one by pity. 3. To lead or direct. This revelation is sufficient to influence our faith and practice.

Noah Webster’s 1828 Dictionary defines example: EXAM’PLE, noun egzam’pl. [Latin e xemplum.] 1. A pattern; a c____________; a mode; that which is proposed to be imitated. This word, when applied to material things, is now generally written sample, as a sample of cloth; but example is sometimes used. 2. A pattern, in m________________ or m_____________; a copy, or model; that which is proposed or is proper to be imitated. I have given you an example that you should do as I have done to you. John 13:15. 5. A person fit to be proposed for a pattern; one whose conduct is worthy of imitation. Example has more effect than precept. 7. Instance serving for illustration of a rule or precept; or a particular case or proposition illustrating a general rule, position or truth. The principles of trigonometry and the rules of grammar are illustrated by examples.

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Zig Ziglar influenced people by creating H___________________ and then connecting with I____________________. Connecting with Identity means being real, being transparent, admitting your mistakes and asking for forgiveness.

You Influence your family by being the person you are. Choose your input wisely and focus on your Q_____________ of S___________ so that your Influence creates Hope. You set the Example for your family by doing the right things. Influence and Example are simply Being and Doing the right things. You have to Be before you can Do, and Do before you can Have.



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Keys to Good Family Relationships

Open d_______________

Pay a_______________________ and look carefully

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“You can tell the quality of a man’s heart by where his eyes are focused.” Tom Ziglar

B_____ “with” them



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To a c____________, love is spelled T.I.M.E.

Hold h___________________



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Leave m____________________

Be i______________________



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T___________ about the important things

God Sex Money

Create the right e________________________________ “My role as the husband is to create the environment that will allow my wife to become all that God created her to be.” Jim Norman

Set B________________________ “Don’t ever take a fence down until you know the reason why it was put up,” G.K. Chesterton Be a t_________________________



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Create r_________________________

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Bad Family Habits:

Not spending time with spouseNot spending t_____________ with kidsPoor family relationship skillsNot listening or paying attentionSelf-c_____________________Lack of quality timeNot eating dinner at table togetherNot spending time with extended familyE______________________Not being the parentTaking for grantedNo p____________________ teaching momentsNo one-on-one time with each person

Good Family Habits:

P______________ time with familySchedule regular family time and spouse timeOne-on-one time at least once a weekD________________ nightBe kindPlan time with extended family and out of town familyPay attention! Focus on the needs of my familyIntentional family learning focused on the key issues of lifeC____________________ every day intentionallyPlay games togetherMake traditionsAppreciate themBuild r__________________________ skillsUse texting in the right way

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Family Influence and Example

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Financial Dreams

Dream A_______________________ is key! You must have clarity in the connection between what you do to earn

money and your dreams.

Your dreams impact everything. Having clearly-defined dreams will:

E______________ you

I_______________ you

U______________you



Question? Are your dreams written down? In detail? Broken down into small, bite-sized goals? Never forget:

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Time to dream! In the next five minutes write down as many dreams as you have – DREAM BIG!My Dreams:

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Circle one dream you want to focus on right now.

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Four keys to making your dream a reality:

1. Start before you feel ready

2. Break big dreams into s_______________ steps

3. Get comfortable with the feeling of uncertainty – comfortable vs effective

4. Change your p__________________ – make a mental movie of you in the middle of your dream Write the dream that you circled right here: (write it big and bold!)

Now write the movie scene description of you in the middle of your dream – lots of detail and lots of emotional and sensory words:

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How does that feel? Now imagine that you have accomplished this dream. How would you feel? Write down three emotions that you would feel if you accomplished this dream: 1. 2. 3. Here is the bottom line. You must take o______________________ of your dreams – nobody else will! Write this down and say it out loud: “I am ridiculously in charge of my dreams.” Sign your name right here!_________________________. Dreams take t________________ and m__________________.

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Money is not the most important thing but it is

reasonably close to oxygen.–Zig Ziglar



Getting your financial house in order will determine how much time and how much money you will have to pursue your dreams. Financial success gives you the ability to have time flexibility and money to apply to dreams. The most common money mistakes:(check out these sources of information):

http://www.investopedia.com/articles/pf/05/041405.asp

http://www.forbes.com/sites/learnvest/2013/01/08/the-13-biggest-money-mistakes-people-make/

Mistake No A1: Not having a Why and a Dream! Mistake No. 1: Excessive/Frivolous Spending Mistake No. 2: Never-Ending Payments Mistake No. 3: Living on Borrowed Money Mistake No. 4: Buying a New Car Mistake No. 5: Buying Too Much House Mistake No. 6: Treating Your Home Equity Like a Piggy Bank Mistake No. 7: Living Paycheck to Paycheck Mistake No. 8: Not Saving for Retirement When You’re Employed Mistake No. 9: Not Having a Game Plan for Getting Out of Debt Mistake No 10: Not Doing the Math before you Take Out Student Loans Mistake No 11: Not Having a Budget Mistake No 12: Not Having Enough in Emergency Savings Mistake No 13: Not Understanding the Terms of a Co-signed Loan Mistake No 14: Not Realizing that a Car Payment can Affect Other Goals Mistake No 15: Not Having a Will ESPECIALLY if you have Minor Children Mistake No 16: Not Having Life Insurance if you have Minor Children Mistake No 17: Not Having Long-term Disability Insurance Mistake No 18: Not Having a Plan for Your Finances

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http://www.investopedia.com/articles/pf/05/041405.asp

http://www.forbes.com/forbes/welcome/



So what is the plan? By far the best plan I have seen to get control of your finances is the Dave Ramsey Baby Step plan. This is taken straight from his webiste: https://www.daveramsey.com/baby-steps and I highly recommend you get and read his book, Total Money Makeover.

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https://www.daveramsey.com/baby-steps



From Dave Ramsey’s website: Take Control of Your Money One Step at a Time Building a new future with money is a lot like building a home. You don’t add the roof until you’ve finished framing, and you don’t frame until the foundation is secure. Dave Ramsey’s Baby Steps are designed to help you out of debt and stress and into a life of saving and giving. We’re all in different places with money. Start right where you are and get where you want to be. Know-how is 20% of the equation. Behavior change and self-discipline make up the other 80%. You can do it! Just follow the steps. Here’s The Process: 1. $1,000 to Start an Emergency Fund An emergency fund is for those unexpected events in life you can’t plan for. Whether there’s a plumbing issue and everything but the kitchen sink is draining, or your brakes are squealing at every stop sign, you can be ready! 2. Pay Off All Debt but the House List all debts but the house in order. The smallest balance should be your number one priority. Don’t worry about interest rates unless two debts have similar payoffs. If that’s the case, then list the higher interest rate debt first. 3. 3 to 6 Months of Expenses in Savings This step is all about building a full emergency fund. It’s time to kick debt for good, with 3–6 months’ worth of emergency savings. Sit down and calculate how much you need to live on for 3–6 months (for most that’s between $10,000–15,000) and start saving to protect yourself against life’s bigger surprises like the loss of a job. You’ll never be in debt again—no matter what comes your way. 4. Invest 15% of Household Income Into Retirement Now it’s time to get serious about retirement. With no payments and a full emergency fund, put 15% toward the retirement of your dreams. Between your 401(k), Roth IRA, and Traditional IRA, you have a lot of options. Find the fit that is right for you. The money you were using to attack debt can now help build your future. 5. College Funding for Children College tuitions and housing expenses continue to rise. Don’t let college sneak up on you. Saving now will put you ahead of the game when your kids graduate from high school. Two smart ways to save for your kids’ college are a 529 college savings fund or an ESA (education savings account). These are both tax-advantaged savings vehicles that let you save money for your kids’ education expenses. 6. Pay Off Home Early It takes the average family five to seven years to pay their home off early. Just imagine life with no mortgage. There’s only one more debt standing in the way of freedom from all debt! Apply all the extra money toward paying off your home. Not only are you paying off your home early, you’ll be saving tens of thousands of dollars in interest fees. 7. Build Wealth and Give This is the last step and by far the most fun. It’s time to live and give like no one else! Build wealth, become insanely generous, and leave an inheritance for future generations. You know what people with no debt and no payments can do? Anything they want! Now that’s leaving a legacy.

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Bad Financial Habits – List your top five – circle the one you are going to replace with a good habit this week!

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Good Financial Habits – List five and pick one that you are going to start doing this week!

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5.

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Financial Dreams

Bad Habit

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WEEK ___

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Identify your goal







Personal Goals

In order to have consistent success in achieving goals, the goals must be Personal!

In order to have true success in life, you must have balanced success. This is why this program is called

Live To Win – 7 Weeks To Balanced Success

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All too often we forget two things:

1. To have real and meaningful Personal Goals

2. To set specific goals using a system that works – every time you do!

What are Personal Goals?

Personal Goals focus on the things in life we really want for ourselves. It is important and necessary to have goals in

all areas of the Wheel of Life, and most all benefit us personally. However, many times we don’t take the time to work

on goals that are truly for our own benefit first. Now is the time focus on yourself! When you are the best you pos-

sible, everyone benefits.

Examples of personal goals:

1. Hobbies

2. Recreation

3. Friendships

4. Community activities

5. Quiet time

6. Appropriate social media

7. Growth time

8. Time management

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Now list at least five specific Personal goals you would like to work on:

1. _____

2. _____

3. _____

4. _____

5. _____

Now circle one of the five goals you want to work on right now.

Goal Achievers do three things that the rest of the world doesn’t do:

1. They write down the goal in detail

2. They work on the goal every day or as often as necessary

3. They have an accountability partner

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Let’s get started! We are going to work through the Ziglar Goal Setting and Achieving Procedure right now.

Please start with the goal you circled above.

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Step OneDREAM LIST: Everything I think I want to be, do, or have.

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GOAL SETTING AND ACHIEVING

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Step TwoTHINGS I REALLY WANT TO BE, DO, OR HAVE: After each item on your dream list articulate in one sentence WHY. This will eliminate those items which are frivolous whims but leave intact your serious goals and dreams.

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GOALS WHY



Step ThreeTHE SIX QUESTIONS: Ask yourself these six questions, all of which must have a “yes” answer:

A. Is it really my goal?

B. Is it morally right and fair to everyone concerned?

C. Is it consistent with my other goals?

D. Can I emotionally commit myself to finish this goal?

E. Can I see myself reaching this goal?

F. Does it meet the requirements of the Basic Eight?

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Step FourTHE BASIC EIGHT: Review your confidential Dream Sheet once more and apply the Basic Eight to each item on your list. If you can answer “yes” to any of these questions now it can be considered a goal. This step finishes the qualifying of your goals program and officially brings your dream to a goal that can be achieved.

1. Will it make me happier?

2. Will it make me healthier?

3. Will it make me reasonably prosperous?

4. Will it make me more secure?

5. Will it help me make more friends?

6. Will it give me better family relationships?

7. Will it give me more peace of mind?

8. Will it increase my hope for the future?

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Step FiveCHARACTERISTICS OF GOALS:

1. Some goals must be big (out of reach, not out of sight) to make you stretch and grow to your full potential (e.g., lose 37 pounds in 10 months).

2. Some goals must be long-range to keep you on track and greatly reduce the possibility of short-term frustrations (e.g., buying a house).

3. Some goals might require analysis and consultation to determine where you are before you can set the goals (e.g., sales, educational, financial, weight loss).

4. You must have daily goals to keep you disciplined and in touch with the “nitty-gritty” details of daily life (e.g., action steps).

5. Goals must be specific so you can pinpoint and envision them more easily, increasing motivation (e.g., eating sweets only on Sunday).

6. Some goals must be ongoing because they are processes, such as “keeping my work space organized” (e.g., maintain fitness and weight loss).

Look at your goals, determine what type of goal they are and note beside each one (i.e. LR, Big, Daily, etc.).

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Step SixRIGHT NOW:

Prayerfully choose the four goals which are the most important things you need to work on RIGHT NOW and enter them. If this is your first organized goal-setting experience, you may want to start with two or three short-range goals.

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Step SevenGENERAL GOALS PROCEDURE CHART:

Record these four goals on the General Goals Procedure Chart and work each one of them through the process.

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Step EightFINISH:

Take the additional goals you have listed on your Things I Really Want to Be, Do, or Have sheet and record each on a General Goals Procedure Chart. Work each goal through the process as you did in step seven.

DO IT NOW. Remember, motivation comes after you start the project.

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General Goals Procedure Chart

STEP #1 IDENTIFY YOUR GOALS

STEP #2 MY BENEFITS TO REACHING THIS GOAL

STEP #3 MAJOR OBSTACLES AND MOUNTAINS TO CLIMB TO REACH THIS GOAL

STEP #4 SKILLS OR KNOWLEDGE REQUIRED TO REACH THIS GOAL

STEP #5 INDIVIDUALS, GROUPS, COMPANIES AND ORGANIZATIONS TO WORK WITH TO REACH THIS GOAL

STEP #6 PLAN OF ACTION TO REACH THIS GOAL

STEP #7 COMPLETION DATE

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GOAL #1 GOAL #2

CHARTING MY PROGRESSGoals I set, worked toward, or reached this year.

GOAL DATE STARTED DATE REACHED



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Bad Personal Habits

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Career Performance

Our career is the economic engine of our life. We could be a business owner, a sales professional, or a salaried

worker, but one thing is for certain, how well we perform will largely determine how much we get paid.

Good news! No matter what you do, there is a simple formula you can master that will help you achieve the

highest level of performance. Most important, what you want is the right kind of performance. We call this True

Performance.

True Performance is the ideal accomplishment of a Goal, Aspiration, or Objective that benefits everyone involved.

The Ziglar Performance Formula:

A x E x S = P

Attitude x Effort x Skill = Performance

Early morning first day on the job

_________ X_____________X _____________ = ____________

First day on the job

_________ X_____________X _____________ = ____________



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Your attutide, not your aptitude, determines your altitude.



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Second day on the job

_________ X_____________X _____________ = ____________

Third day on the job

_________ X_____________X _____________ = ____________



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The difference between average performers and top performers is the “ownership mentality”

_________ X_____________X _____________ = ____________

The impact of a negative attitude on performance

_________ X_____________X _____________ = ____________



93

The key to improving my attitude, effort, and skill, is creating habits that build each of these areas! When I do,

improved performance is the result.

It all starts with attitude. Attitude drives everything!

Attitude X Effort X Skill = Performance



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Digging deep – Now that attitude is driving effort we need to improve our skills

The business owner Career Wheel:

PUttING It ALL tOGEtHER – BUILD YOUR OWN BIkEIs your business the vehicle that is allowing you to achieve your life’s goals? If not, or you’re not sure, let’s fi gure it out and do an assessment on your Business Wheel. As a business owner/operator, your business has fi ve key components or spokes.

What is your rating for each one of the spokes? To fi nd out, rate yourself on a scale of 1 to 10 for each item listed under each category on the following pages. When you have done that, add up your total score for that category

1



95

B O R N t O W I Nand divide by 10. That will give you your rating on that spoke. Then, mark the numbers on your spokes and connect the dots. This will tell you where you need to improve and how smoothly your business is rolling down the road!

BUSINESS WHEELCategory Assessment Sheet

marketing Meeting or exceeding my sales goals through

effective lead generation and promotion strategies We have a clear position in the marketplace We have clearly defined our prime target market We have clear definitions of our products and/or

services We have a pricing strategy that is profitable We are consistently marketing to our house list (client

base) We have an effective referral relationship program We have an effective referral/affiliate reward system We have a written, posted marketing calendar We have an effective Internet marketing system that

includes websites that clearly communicate what we do, and utilize SEO, and we are consistently capturing e-mail addresses and using them to communicate to our e-mail audience, and we have a strong presence on social media.

TOTAL ÷ 10 =

2



96

Sales We answer the telephone live We have an effective telephone answering/

transferring system We have an effective sales script that appeals to our

target market and closes the maximum number of inquiries

We have an effective system for responding to Internet leads

We have an effective sales process for each of our profit centers

We have an effective up-sell and down-sell process We have effective processes and scripts for

overcoming objections We have an effective process for identifying ongoing

and changing customer needs We have clearly defined account management

policies and procedures We have effective customer management software in

place TOTAL ÷ 10 =

Operations We have developed our unique service experience We have clear-cut service systems in place that are

exceeding our client expectations We respond immediately to client concerns We have clear-cut return policies We get customer feedback on a regular basis to

ensure we are exceeding expectations

3



97

B O R N t O W I N We have regular production meetings to ensure on-

time delivery We have a key customer appreciation process We have effective project management processes in

place We have inventory management and office supplies/

equipment processes in place We have the latest, most effective equipment to

deliver our unique service experience TOTAL ÷ 10 =

Administration We track and report total sales daily We track and report sales by profit center weekly,

monthly and annually We track and report sales by referral/affiliate/ad

source weekly We track and report sales closings daily (# of calls vs.

# of sales) We track and report number of returns or re-services

as often as they occur We track and report our profit and loss weekly We track and report our balance sheet monthly We have a cash flow management process in place We plan our taxes annually before year end We review our legal and insurance exposure annually

(or as often as required) TOTAL ÷ 10 =

4



98

Leadership We have a one-sentence mission statement that

everyone understands and follows We have effective management systems in place

that include recruiting, hiring, orientation, training, coaching, employee reviews and termination processes, and have ensured they are legal

We have an up-to-date employee handbook We have a written business plan that includes our

vision, goals, a marketing plan, sales plan, operating plan and administration plan that is reviewed and updated quarterly

We have a written and posted organizational chart We have regular team meetings We have written position descriptions for every

position We have a training system in place for every position We have policies and procedures for all areas of our

business We have an effective compensation plan in place that

includes attractive pay and benefits that create high employee morale and retention

TOTAL ÷ 10 =

Now that you have completed your Business Wheel, let’s take a look at your bike. Connect the dots on each of the wheels below using your score from above for the Business Wheel and your scores from page 41 on your Personal Wheel of Life.

5



99

The sales professional Career Wheel:

1 5

10

1 5 10

1

5

10

1

5

1

0

10 5

1

10 5 1

10

5

1

RELATIO

NSHIPS

PROS

PECT

ING

MOTIVATION

OBJECTIONS PRESENTATIONCLOS

ING

DISCOVERY



100

Ziglar.com © 2012 copyright The Zig Ziglar corporation

Prospecting___ identifying potential buyers___ Using social media to prospect___ contacting the prospect___ getting past the gatekeeper___ creating voice mail and email messages___ Qualifying prospects___ conducting face to face contact___ Keeping your pipeline full___ researching the prospect___ asking for referrals _______ TOTAL ÷ 10 = _________

Relationships ___ implementing a “prospect-centered” sales process___ making an effective sales call___ recognizing the buyer’s behavioral style___ creating an environment of trust___ Using interpersonal skills to build rapport___ adjusting to the prospect’s personality type___ moving from “small talk” into the business talk___ Transitioning to the next step of the process___ Focusing attention off self and onto the prospect___ remembering names_______ TOTAL ÷ 10 = _________

Discovery___ Using a methodology to identify needs___ asking “high gain/high impact” questions ___ recognizing the prospect’s needs___ confirming the prospect’s needs___ linking your product/service to prospect’s needs___ Understanding how your product meets the prospect’s needs___ Transitioning to the solution___ replacing an installed competitor___ identifying prospect’s needs – issues – concerns ___ gaining agreement the prospect recognizes his/her need_______ TOTAL ÷ 10 = _________

Presentation___ Transitioning to the presentation___ introducing your recommendation___ Understanding the value of your products/services ___ communicating the values – advantages – benefits ___ Presenting the benefits of your recommendation___ Knowing the difference between “features” and “benefits”___ linking your benefits to the prospect’s needs___ Using non-verbal skills to support your points___ Eliminate the “uh, you know, i mean” usage___ Using voice inflection to convey meaning

_______ TOTAL ÷ 10 = _________

Born To Win for Sales Wheel: Assessment SheetClosing ___ Understanding why you ask for the commitment___ Possessing the confidence to ask for the order___ Understanding which closing strategy to use___ Developing a “closing attitude”___ Separating “rejection” from “refusal”___ identifying possible closing techniques___ Understanding the closing process___ identifying when to close___ recognizing buying indicators___ removing conflict from the close

_______ TOTAL ÷ 10 = _________

Objections ___ Defining an objection___ anticipating possible resistance___ Supplying new information to answer an objection___ implementing a “formula” to manage objections___ Providing evidence to overcome the concern___ Using empathy statements___ Dealing with objections you cannot overcome___ When to confront an objection___ Questioning the objection___ Transitioning after the objection has been satisfied _______ TOTAL ÷ 10 = _________

Motivation ___ Staying motivated___ Ending sales slumps___ investing in yourself___ Dealing with the emotional demands of the sales profession___ Setting goals___ Preparing for your daily selling activities___ maintaining the proper mindset___ Believing in yourself___ Facing the “Fear Factor”___ managing your time and activities_______ TOTAL ÷ 10 = _________

1 5 10

1 5 10

1

5

10

1

5

10

10 5 1

10 5 1

10

5

1

Relation

ships

Prosp

ecting

Motivation

Objections Presentation

Closi

ng

Discovery



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Build your own Career Wheel for the work you do. Please add four to seven spokes that best describe your

major job functions. Then for each spoke write down 10 specific skills you can master that will give you top skills

performance in that area. Now on a scale of 1 – 10, evaluate yourself on each of those specific skills.

1 5

10

1 5 10

1

5

10

1

5

1

0

10 5

1

10 5 1

10

5

1



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Bad Career Habits

1.

2.

3.

4.

5.

Good Career Habits

1.

2.

3.

4.

5.



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Career Performance

Bad Habit

Good Habit

WEEK ___

Completion Date


Identify your goal





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